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Old 01-02-2012, 08:33 PM   #1
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Default Closing the Sale

I just read a post about one guy putting in 20 hours with a customer and not getting the job…

The problem is he never closed the sale of the job….

In order to nail down the job with out wasting valuable time you need to use words and statements that close the sale or get the customer committed to your company…

There is times when certain customers will make you go through tremendous leg work and you never see a dime for your efforts…

Who’s fault is that the consumer or you.

Think about getting a retainer or down payment once they start to get you to do leg work for them…

Say things such as

- When would you like us to start…
- Is our quote with in your budget
- When do you intend to start this project
- we require a retainer

Go further by explaining to them that you are very busy servicing many clientele in your area and to fit them in time is of the essence, get them to make a decision .

I am sure there is a lot of other way.... so go ahead and add them



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Old 01-02-2012, 08:39 PM   #2
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Those are some good lines for sure - I also like to mention we are very busy and place some urgency on them making a decision.
When asked if were 'too busy'
I tell them we're always busy; you wouldn't want us if we weren't..
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Old 01-02-2012, 08:42 PM   #3
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Originally Posted by highpoint View Post
Those are some good lines for sure - I also like to mention we are very busy and place some urgency on them making a decision.
When asked if were 'too busy'
I tell them we're always busy; you wouldn't want us if we weren't..
Same here ... I always say we are busy...no matter what....

I also say if I could start tomorrow there would be a problem.... etc



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Old 01-02-2012, 08:47 PM   #4
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The problem with closing sales is trying not to be too pushy. You have to give the customer his/her breathing room and at the same time you have to close the sale asap to prevent wasting time.
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Old 01-02-2012, 09:04 PM   #5
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The problem with closing sales is trying not to be too pushy. You have to give the customer his/her breathing room and at the same time you have to close the sale asap to prevent wasting time.
I always use the soft sales approach....

the customer has to believe it is them closing the deal....

The words and ideas have to be planted



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Old 01-02-2012, 09:06 PM   #6
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The problem with closing sales is trying not to be too pushy. You have to give the customer his/her breathing room and at the same time you have to close the sale asap to prevent wasting time.
Does your Master Plumber let you close deals ?
Does he let you bid jobs ?
Or does he send you out and say " get busy I'll be back after lunch and this better be done and done right "?
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Old 01-02-2012, 09:20 PM   #7
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Quote:
Originally Posted by AlbacoreShuffle

Does your Master Plumber let you close deals ?
Does he let you bid jobs ?
Or does he send you out and say " get busy I'll be back after lunch and this better be done and done right "?
I don't bid jobs or close deals, but Personly I don't want to anyway. But otoh i know how to treat people.
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Old 01-02-2012, 10:00 PM   #8
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I don't bid jobs or close deals, but Personly I don't want to anyway. But otoh i know how to treat people.
So ...
at the ripe age of 18 years old , do you feel like you can offer advise to VETERANS of this trade ?
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Old 01-02-2012, 10:14 PM   #9
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Quote:
Originally Posted by AlbacoreShuffle

So ...
at the ripe age of 18 years old , do you feel like you can offer advise to VETERANS of this trade ?
What's wrong with offering advice, it doesnt have to be taken, and I wouldn't get my boxers in a wad if it wasn't taken. I really wasn't offering advice in my above post it was more of how I feel about the situation.
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Old 01-02-2012, 10:18 PM   #10
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The problem I see guys having when it comes to closing deals are

A) like Old School said they're not asking for the sale. You have to make the person commit one way or another to either start the work or at least let you know they're gonna price shop.

B) They don't take control of the situation. They called you/your company for a reason. They have an issue and you are the professional to solve the problem. Act as one. We are the plumbing doctors. We prescribe a pill (drain cleaning) or surgery (sewer line replacement) for example. How often do people second guess their doctor or argue over how much their bill is?

If you take control of the situation and tell the customer my PROFESSIONAL recommendation is this and they don't take your advice either you didn't build rapport with them and they think your a slimey salesman or they're cheap asses that you don't want for a customer.
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